Low Self-monitors Research Articles

Effects of Self-Monitoring on Processing of Self-Presentation Information

Abstract. Self-monitoring is a key element in interpersonal interactions, guiding how people monitor and adjust their social behavior. Compared to low self-monitors, high self-monitors are more sensitive to and use social cues to direct their self-presentations. However, little work has examined whether high self-monitors possess a heightened capacity to cognitively process self-presentation information. The goal of the current work is to address this question. After exposure to impression-related (vs. control) words, high (vs. low) self-monitors were faster to link positive (vs. neutral) traits to the self. The results show that high self-monitors have greater cognitive access to self-presentation information, a finding that has heretofore been absent from the literature.

The Q-test: Know your self-monitoring style in 6 seconds

The current study compared the Q-test, a colloquial measure of self-monitoring, to the reliable and validated 18-item Self-Monitoring Scale-Revised (Gangestad & Snyder, 1985). Self-monitoring theory contends that individuals differ on how they regulate their self-presentation, and via self-observation individuals can adjust their behaviors to accommodate social situations (Snyder, 1987). Tracing the capital letter “Q” on the forehead can supposedly provide a rough measure of self-monitoring. The “Q” can be traced on the forehead in two different orientations. It can be traced such that its tail is placed in such a way that it is pointing towards the person’s left shoulder, making the capital “Q” readable to their audience. It can also be traced in such that its tail is placed in such a way that it is pointing towards the person’s right shoulder, making the capital “Q” readable to the person. In theory, a “Q” that is readable to others corresponds to high self-monitors and “Q” readable to the individual corresponds to low self-monitors. Results showed that the Q-test carries some merit; the correlation between the Q-test and Gangestad and Snyder’s (1985) 18-item Self-Monitoring Scale-Revised was statistically significant.

Angel or demon? Self-monitoring differences in the mental representations of current versus former romantic partners

We investigated whether high and low self-monitors had (a) segregated/integrated and (b) uniformly favorable (angelic)/uniformly unfavorable (demonic) mental representations of actual romantic partners. Self-monitoring was assessed using the 25-item Self-Monitoring Scale and the structure of mental representations was calculated using a modified segregation/integration measure. In Study 1, low self-monitors were more likely than high self-monitors to have (a) segregated and (b) disproportionally favorable mental representations of their current romantic partners. In Study 2, low self-monitors were more likely than high self-monitors to have (a) segregated and (b) generally unfavorable mental representations of their former romantic partners. Self-monitoring differences were not moderated in either study by relationship longevity or conflict.

A Study on How Online Community Information Characteristics and Benefits Sought have Influence on Word of Mouth Intention of Male Office Workers for Cosmetics

This study was aimed at clarifying the level at which online community information characteristics and benefits sought were linked to male cosmetics, and studying its effect on word of mouth intention for brands in male office workers. In addition, it also aimed to verify he moderating effect on how online community information characteristics and benefits sought had influence on word of mouth intention for male cosmetics in accordance with the high/ low level of Self-Monitoring. The result of this study was as below. The higher consensus and vividness among online community information characteristics were, and the higher economic feasibility and fashion trending among the elements of benefits sought were, the more its effect on word of mouth intention became positive. On the other hand, in the moderating effect in accordance with the level of Self-Monitoring, it was shown to have a much higher influence on word of mouth intention in the high Self-Monitoring group than the low Self-Monitoring group. Judging from the results above, this implies that male cosmetic makers should provide consumers with details, actual information about male cosmetics through online community, which can garner high consensus from consumers amid the fierce competition of the male cosmetics market. In addition, making use of a sales promotion strategy through online community, which generally reflects economic advantages and the newest fashion trends, could be effective for raising word of mouth intention in male cosmetics consumers.

Influencing College Student Drinking Intentions With Social Norms and Self-Schema Matched Messages: Differences Between Low and High Self-Monitors

College students were exposed to either a self-schema matched message (emphasizing how binge drinking is inconsistent with personal values) or a social norms message (highlighting the true normative drinking behavior of peers). As predicted, low self-monitors intended to drink significantly less alcohol if they received the self-schema matched message versus the social norms message, and high self-monitors intended to drink less if they received the social norms message versus a self-schema message. While previous research supports both techniques for marketing responsible college student drinking, the current results suggest that each method may be especially effective for certain audiences.

Art Infusion Effect on Fashion Products according to Self-monitoring and the Luxury Level of Fashion Brands

This study empirically confirmed how an art infusion into fashion products affect consumer`s preference through Study 1 and Study 2. Study 1 examined the effect of an art infusion and the difference of an art infusion effect according to self-monitoring scale by designing groups composed of 2 (art infusion: infusion versus non-infusion) (self-monitoring: high versus low). Study 2 examined the difference of an art infusion effect according to the luxury level of fashion brands by designing groups composed of 2 (art infusion: infused versus non-infused) (fashion brand luxury levels: high versus mid versus low). This study was conducted using a convenience sample of women in their 20s and 30s residing in the Seoul and Daegu region. In Study 1, 162 participants were randomly assigned to two experiment situations of art infusion. In Study 2, 192 participants were randomly assigned to six experiment situations of art infusion and luxury level of fashion brands. For the data analysis, we conducted reliability analysis, two-way ANOVA and simple main effect analysis using SPSS 18.0 statistics package. The results of Study 1 and 2 are as follows. First, consumer`s preference was shown to be higher for fashion products with art infusion rather than fashion products without art infusion. Second, the positive effect of art infusion on consumer`s preference was significant in the group of high selfmonitors. But there was a non-significant effect of art infusion in the group of low self-monitors. Lastly, the positive effect of art infusion on consumer`s preference is higher in the case of a mid-level luxury brand rather than in the case of a high-level luxury brand and low-level luxury brand.

A Moderated Mediation Model of Personality, Self-Monitoring, and OCB

Drawing on socioanalytic theory, the present study examines a moderated mediation model of personality, self-monitoring, and organizational citizenship behavior. Results from a field study demonstrated that the relationship between self-ratings and observer ratings of personality was moderated by participants’ self-monitoring. Specifically, the relationship between self-rated and observer-rated Agreeableness was higher for low self-monitors, but the relationship between self-rated and observer-rated Conscientiousness was higher for high self-monitors. Last, we found that self-monitoring moderated the indirect effects of self-rated personality on organizational citizenship behavior through observer ratings of personality.

The Un-Scaffolding Effect: How Changes in Formal Structure Trigger Network Dissolution

Whereas most research on network evolution has focused on the role of interaction opportunities in the formation of new ties, this paper addresses tie decay choices. When the opportunity structure gets reorganized, social actors make choices about which ties to retain and which to allow to decay, informed by their past experience of the tie. I argue that conditional on changes in opportunity, people (especially those with Machiavellian personalities) choose to retain ties to valuable contacts; they retain reciprocated ties (especially with highly empathic others); and they retain socially embedded ties (especially if they are low self-monitors). The empirical design, which exploits a randomized natural experiment, confirms these hypotheses and suggests that our understanding of tie decay choices – and, consequently, of network evolution – is enhanced by an integrated theoretical perspective that encompasses both social structure and social psychology.

A contemporary taxometric analysis of the latent structure of self-monitoring.

One of the most provocative findings in the personality psychology literature is evidence that the latent structure of self-monitoring is categorical. That is, individuals can be classified as either high or low self-monitors (Gangestad & Snyder, 1985). Surprisingly, in the three decades since its original publication, this study has never been replicated. Using the sample from the original study (N = 1,918) and a replication sample (N = 2,951), the latent structure of self-monitoring was retested using contemporary taxometric procedures. Preliminary analyses indicated that the eight-item indicator set used in the original study lacked sufficient indicator validities for unambiguously detecting latent categorical structure. In addition, the Other-Directedness subscale, one of the three factor analytically derived subscale indicators used in the original investigation, was likewise found to be unsuitable, because of a combination of low validity and relative orthogonality vis-à-vis its fellow subscales. The 2 remaining subscales, Acting and Extraversion, had excellent properties as indicators, and were subsequently subjected to multiple taxometric procedures and consistency tests. Results failed to support the original taxonic claim; to the contrary, multiple comparison curves and a grand mean comparison curve fit index (CCFI) of .214 provided strong, convergent evidence that the latent structure of self-monitoring is dimensional rather than categorical. Dimensional findings indicate that the conventional model of self-monitoring may merit reexamination, and that theoretical models, measurement practices, and data analytic procedures that assume taxonicity should be replaced by dimensional conceptualizations and corresponding statistical procedures. Findings underscore the importance of replication in psychological science.

Gossip, self-monitoring and fashion leadership: comparison of US and South Korean consumers

Purpose – The purpose of this study was to investigate tendency to gossip, self-monitoring and fashion leadership among young adult consumers in two cultures: US and South Korean. Design/methodology/approach – A survey was conducted using a convenience sample of 690 (278 US; 412 Korean) university students. Data were analyzed using MANOVA, ANOVA, descriptive statistics, χ2 and Cronbach’s alpha reliability. Findings – Compared with US participants, Korean participants scored higher on tendency to gossip and lower on self-monitoring, the two subscales of self-monitoring (ability to modify self-presentation; sensitivity to the appearance of others), and fashion innovativeness and opinion leadership. In both cultures, fashion leaders scored higher on self-monitoring and tendency to gossip than fashion followers, and high self-monitors scored higher on tendency to gossip than low self-monitors. Results of this research supported Hofstede’s (1980) theory of cultural dimensions as appropriate for examining differences among fashion consumers from different countries. Research limitations/implications – Results cannot be generalized to other population groups or cultures. Further research should include data from participants in different countries and of different ages thereby contributing to the generalizability of the results. Practical implications – The findings of this study suggest that gossip, especially in collectivist cultures such as South Korea, can increase brand image and serve as a useful marketing tool. Social media is one way to initialize word-of-mouth communication about a brand. Originality/value – This is the first study to compare gossip and self-monitoring among fashion consumers in two different cultures.

High self-monitors' cognitive access to self-presentation-related information.

We examined whether high self-monitors cognitively process self-presentation-related information and concepts more readily than low self-monitors. Results across three studies indicate that compared to low self-monitors, high self-monitors have greater cognitive access to self-presentation-related information and concepts. High self-monitors produced more words related to self-presentation in a shorter amount of time (Study 1) and in a cognitive load condition (Study 2). In both studies, the number of words did not differ when participants took longer to create their list and when they were in a no cognitive load condition. In Study 3, high (vs. low) self-monitors showed faster reaction time to self-presentation-related concepts. In contrast, reaction time to non-self-presentation items did not differ. The findings contribute to both the theory and knowledge of self-monitoring by demonstrating that information processing related to self-presentational concepts is an important component of self-monitoring, in that such information is more cognitively accessible to high self-monitors.

Subordinates’ feedback-seeking behavior in supervisory relationships: A moderated mediation model of supervisor, subordinate, and dyadic characteristics

AbstractThis study examines the mediating role of subordinates’ perceived cost of feedback-seeking, which operates contingently upon their self-monitoring and the credibility of leader as a feedback source in the relationship between leader-member exchange (LMX) quality and subordinates’ feedback-seeking behavior. The authors tested this moderated mediation model using reports from 217 subordinates employed in five large banking institutions in Korea. Results showed that the relationship between LMX quality and subordinates’ feedback-seeking behavior was mediated via the perceived cost of feedback-seeking only for subordinates with low self-monitoring and when leader credibility was low. This conditional indirect effect provides an integrated understanding of how supervisor, subordinate, and dyadic characteristics influence subordinates’ decision of whether to seek performance feedback.

The Social Network of High and Low Self- Monitors and it’s Impact on Organization’s Performance

Self-monitoring as a personality attribute is given particular attention by researchers in order to understand employee performance and productivity in the organizational context. Numerous studies focused on the impact of self-monitoring from individual employee perspective with limited focus on the impact of the organization’s performance. However, to what extent employees with high versus low self- monitors contribute to the organization’s performance needs to be theoretically augmented. Therefore, relying on exploratory method of research, the paper tries to address the impact of high and low self-monitors on organization’s performance. In this perspective, how self-monitoring helps employees to structure a social network within organizational setting and eventually contribute to it’s success is discussed in this paper. The paper addresses the literature review of self-monitoring principles with special interest in its contribution towards organizational performance through previous research compilation within the field of sociology and organization psychology. JEL Classification Code: M 12; M 14

How does negative mood affect turnover intention? The interactive effect of self-monitoring and conflict perception

We propose that conflict perception mediates the relationship between negative mood and turnover intention and that trait self-monitoring is a moderator of this mediated relationship. To test our hypotheses, we conducted a repetitive-measure survey over 3 months with a total of 234 observations. We used a two-level hierarchical linear modelling (HLM) technique with measures of the previous time interval as controls. Our findings supported our hypothesis: for high self-monitors, the higher the person’s negative mood, the more frequent his or her perceived workgroup conflict, which results in a higher intention to leave. This relationship does not occur for low self-monitors. We conclude that, although negative mood may activate perceptions of negative work experiences, it leads to differential attitudinal outcomes for high versus low self-monitors.

Decision-contextual and individual influences on scarcity effects

Purpose – This study aims to examine the relative effectiveness of demand-related and supply-related explanations of the scarcity of a product, and specifically the extent to which decision context and individual factors moderate purchase intention in response to those explanations. Design/methodology/approach – The first of two formal experiments examines the effects of the two kinds of scarcity on participants ' purchase intentions with respect to utilitarian and hedonic product types. The second tests for self-monitoring differences in participants ' relative susceptibility to scenarios characterizing scarcity as either demand-generated or supply-generated, when their decisions are either private or subject to third-party scrutiny. Findings – Experiment 1 shows that participants shopping for a utilitarian product are more inclined to respond positively to what they understand to be demand-generated scarcity, and less inclined to do so if the scarcity was attributed to limited supply; whereas the converse holds true for a hedonic product. Experiment 2 shows that for high self-monitors, increased purchase intention was the outcome of matching the alleged reason for scarcity to the demands of the decision context; low self-monitors were ready to consider demand-scarce products regardless of whether they knew that their consumption decisions would be subject to third-party scrutiny or private. Originality/value – The paper identifies contextual and individual factors that explain and predict the extent to which one type of scarcity appeal may be more effective than another in influencing consumers ' purchasing decisions.

Persuasive social approval cues in print advertising: Exploring visual and textual strategies and consumer self-monitoring

This study focuses on exploring the persuasion effects of social approval cues in both visual and textual formats in print advertising. It also examines the moderation role of a consumer dispositional factor – self-monitoring orientation – on the effectiveness of visual and textual cues. Through a controlled experiment involving four versions of a fictitious ad, this study demonstrates that social approval cues in either visual or textual format can significantly increase consumers' brand evaluation and purchase intention. Furthermore, it shows that the effectiveness of social approval cues can vary across different combinations of visual and textual presentations, either enhancing or diminishing the overall persuasion outcomes. These observed effects of social approval cues occur only for high self-monitors, but not for low self-monitors. Theoretical and practical implications are discussed in relation to advertising strategies and research.

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An onion? Conceptualising and researching<i>identity</i>

"Network Structure, Individual Agency and Outcomes: Power Dynamics Following a Change in Technology"

Social capital research develops the theme that social network connections either facilitate or constrain outcomes of importance to individuals and groups. To what extent does social capital affect outcomes because people differ in inherent traits, such as personality and motivation? Using longitudinal network data and qualitative evidence from the members of a hospital department in the north of Italy, we examined the mechanisms linking structural position, individual’s attributes and power dynamics in an organization where a change in technology occurred. As a baseline hypothesis, we argued that structural position in terms of brokerage predicts changes in power over time. Second, we tested the extent to which chameleon-like high self-monitors were more likely and able than low self-monitors to exploit their instrumental networks and enhance their power. Third, we posited that status striving motivation matters in explaining the returns people might reap from both their structural position and their personality. The overall picture painted by these results is one of individual’s agency shaping the evolution of social networks and predicting power dynamics.

The Moderating Role of Self‐Monitoring on the Interpersonal Aspects of Attitude Ambivalence

Extant research has found a relation between holding conflicting attitudes with a familiar person (interpersonal discrepancy) and subjective attitude ambivalence. In 2 studies, we investigated the role of interpersonal discrepancy in the experience of attitude ambivalence as a function of self-monitoring and level of liking of the other person. Building on balance theory, we proposed and found that high (vs. low) self-monitors feel most comfortable when they are in agreement with liked (vs. disliked) others. In Study 1, 80 university students revealed that when the significant other is a parent, high self-monitors feel more subjective ambivalence when there is more interpersonal discrepancy. In Study 2, 37 university students reported their feelings of subjective ambivalence when considering the interpersonal discrepancy between liked (vs. disliked) familiar people. Again, it was high self-monitors who were most susceptible to increased feelings of subjective ambivalence, particularly for discrepancies between their own attitude and the attitude of liked others. Taken together, our 2 studies broaden our understanding of the interpersonal foundations of subjective ambivalence by suggesting that they may depend on personality differences and the nature of the social relationship.

Evaluating Advice: Self-Presentational Biases between High and Low Self-Monitors

Previous research has demonstrated that high and low self-monitors sought advice from others who shared their underlying motivational dispositions. Here, three studies extend the prior research by exploring how consumers’ underlying motives direct the type of advice offered and how it is evaluated. In Study 1, high and low self-monitors were asked to evaluate the advice they gave others. As predicted, high self-monitors rated their advice more favorably than did low self-monitors. The underlying motivation that caused high self-monitors to evaluate their advice more positively was investigated in Study 2. Results indicated that high self-monitors rated their advice higher because it appeared to be meeting a social-adjustive function (i.e., self-presentational needs). In Study 3, high and low self-monitors created an advertisement that featured their advice on dating for a fictitious online matchmaking service. As expected, advertisements created by high self-monitors contained advice that addressed social-adjustive needs while those created by low self-monitors contained advice that addressed value-expressive needs. The results of these studies suggest that underlying motivations of the individual play an active role in how advice is crafted and evaluated. C � 2012 Wiley